Sales Marketing

MICHAEL D. LOUGH

**** ****** ***** *******, ** **613 919-***-****

*******@*****.***

Marketing, sales and business executive who knows how to create interest and drive new business. Over 25 years in B2B marketing; twelve years with Hewlett-Packard, followed by two successful Initial Public Offerings (IPO) and three strong acquisitions. Led a turnaround as CEO, built a successful consulting practice, and created and executed countless strategic business & marketing plans to help companies exceed growth targets.

Areas of Expertise

Exceptional leadership and management qualities, building integrated, positive teams.

Expert in Marketing Communications, including media relations, advertising, messaging, branding.

Broad Marketing experience from market requirements to go-to-market strategies to end-of-life planning.

Experienced in building & managing global marketing teams.

Excellent business and sales acumen, writing business plans, managing teams and budgets.

Career History

Quintiles Director, Global Marketing April 2012 – Current

Develop go-to-market strategy for innovative technology that enables clinical development services; build awareness and drive sales leads. Develop new risk-based monitoring (RBM) solution to change how clinical development is performed. Created a strong market leadership position, driving revenues in excess of $1B.

Palisade Systems, Inc VP, Marketing 2011 – 2012

Drive all marketing efforts and create sales opportunities for data security software provider. Launch new products, build a marketing team and increase the valuation for a successful acquisition.

rPath, Inc Sr. Marketing Director 2010 – 2011

Drive operational aspect of marketing while building a pipeline of sales opportunities for enterprise cloud software provider through integrated marketing programs, driving inside sales team to further qualify new opportunities. Delivered over 75% of new business in 2 months, growing sales pipeline from $10M to $15M.

BlueStripe Software VP, Marketing 2008-2010

Delivered initial launch of application performance management company, received numerous industry awards, created awareness and built lead generation programs for enterprise IT and virtualization opportunities, with;

Breakthrough media coverage (Gartner, IDC, Forrester, InformationWeek, Network World, eWeek)

Initial analyst relations efforts to include company in reports on a global basis

Three product launches in two years with new websites, sales tools, online product trials

Radware/Covelight Systems Sr. Director, Product Marketing 2006-2008

Pre-acquisition, as VP of Marketing, increased the valuation of a security start-up firm, leading to an acquisition by Radware. Post acquisition, built go-to-market plan for Financial Services market. Delivered numerous launches and increased analyst coverage. Built marketing plans & budgets, revised market position, and;

Repositioned the company in the marketplace to improve market valuation

Increased awareness with over 10x media coverage, including analyst reports on a global basis

Acquired after 8 months by Radware for $16M, up 4X from initial valuation.

Corporate Marketing Matters Principal 1999 to 2006

Built and operated a successful marketing/business consulting practice for mid- to long-term projects for small-to-mid-sized firms, focused on delivering marketing and business programs. Engagements include;

Unitrends Corporation Consulting VP of Marketing (9 months)

Created messaging and positioning for business continuity software appliance firm, built an integrated marketing plan to drive partner programs and generate leads, performed competitive analysis, and initiated product management plans. Results include;

Created product plans for new product development, launches and end-of-life programs

Delivered leads for partner/channel programs, direct/email campaigns, adding $2M+ to the pipeline

Revised website to enhance lead generation capabilities, generating 3x leads from the website

LiveWire Logic Interim CEO/Consulting VP, Marketing (2+ years)

As an executive of this web-based automated customer service software company, I performed the CEO, COO, financial, sales and marketing duties for nearly three years, and;

Built the business plan, closed deals with Circuit City, Waterpik, Ford and others in excess of $1M

Repositioned the Company, identified targets, delivered sales tools and built opportunity pipeline

Reduced cost structure 40%, captured additional funding, culminating in an acquisition

Saratoga Systems Consulting VP of Marketing (6 months)

Drove marketing and sales programs on a worldwide basis for this CRM software provider. Created positioning for new products and helped drive initial venture funding process with CFO. Created integrated global marketing plan, sales development and lead tracking system to drive revenue.

Active Software Consulting Director of Corporate Marketing (6 months)

Developed Corporate positioning and delivered marketing materials for this Enterprise Application Integration company’s IPO. Initiated an integrated marketing and sales plan. Delivered new corporate materials, created external corporate website, partner extranet and sales Intranet sites during four month project. After a successful IPO, the company was acquired by webMethods for $1.3B.

LightSurf, Inc. Consulting VP of Marketing (6 months)

Brought in by founder, Philippe Kahn, to develop the business plans for his newest venture which provided the first miniature, wireless, digital camera for cellular phones. Participated in funding presentations and negotiations. Landed $15M in strategic funding.

Acta Technology Vice President, Corporate Marketing 1999 to 2002

Worldwide responsibility for all aspects of the outbound marketing for this enterprise data integration software company, including product positioning and messaging, public and analyst relations, web-based marketing, partner marketing, trade shows, events, advertising, promotions, lead generation and qualification. Acta was acquired by Business Objects for $65M. At Acta, I:

Established a new market segment, launched new products and positioned Acta to industry analysts and press, generating 10X the press coverage for the company in the first 4 months.

Created new corporate positioning and new sales & marketing materials, driving awareness with industry analysts, the investor community and general media.

Built a worldwide team to deliver an integrated, global marketing and sales program (direct and indirect channels) with a mix of lead generation and market awareness programs.

Remedy Corp. Director, Corp. Comm. 1994 to 1999

Developed the worldwide communication strategies, key messages and positioning of this Help Desk innovator, growing the business from $8M to $130M in four years, leading to a $1B acquisition. Built global integrated marketing and inside sales team, from one to 26 professionals to a global budget in excess of $10M, to deliver all communication and marketing programs for this market-leading help desk company, including;

Communicated corporate & product direction with the press and analyst communities and managed marketing agencies worldwide, generating enormous visibility for the company.

Developed the communication strategy for the Company’s highly successful IPO.

Designed and implemented new marketing programs for direct and indirect sales opportunities, building awareness and generating more than 15,000 leads per quarter for sales and channel partners.

Caere Corporation Marketing Communications Mgr. 1992 to 1994

Managed marketing communications and PR programs on a worldwide basis for OCR provider.

Maintained high-level communication with press and analyst communities.

Hewlett-Packard Marketing and Sales roles 1980 to 1992

Public Relations Manager, Hardcopy Groups 1988 to 1992

Marketing Specialist, HP Peripherals Group 1986 to 1988

Computer Dealer Program Manager, San Diego Sales 1982 to 1986

Customer Service Representative, San Diego Sales 1980 to 1982

Bachelor of Science in Business Administration, Marketing & Psychology San Diego State University

Instructor at the Council for Entrepreneurial Development (CED) FastTrac Program

Baseball and basketball instructor for Scotts Valley Little League, North Wake Baseball and Recreational Center

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